Maximizing Sales Force Effectiveness: Six Levers To ...

Maximizing Sales Force effectiveness : Six Levers To Capture Significant Value 2 Contents Executive Summary 3 Six Levers to Maximize Sales Force effectiveness I: Improving Lead Management 4 II: Enhancing Pipeline Management 8 III: Refining Distributor Selection and Channel Management 12 IV: Increasing Premium Mix Selling 16 V: Optimizing Sales Force Deployment 21 VI: Optimizing Product Breadth 27 3 Executive Summary I. Improving Lead Management IV: Increasing Premium Mix Selling III. Refining Distributor Selection and Channel Management V: Optimizing Sales Force Deployment Emerging from the recession, there is an opportunity and in some cases a necessity to fundamentally rethink the Sales Force In this time of change, we have identified six Levers to maximize Sales Force effectiveness which if properly executed can lead to significant value capture and market position improvement II.

2 Contents Executive Summary 3 Six Levers to Maximize Sales Force Effectiveness –I: Improving Lead Management 4 –II: Enhancing Pipeline Management 8

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